Broadband access vendor Westell is aggressively expanding its channel to help it double its revenue within a year.
The vendor currently uses a mixture of direct and indirect sales, but claimed its channel expansion scheme will significantly increase its distributor and reseller base, helping it reach markets such as security and network gaming.
Westell has three distributors - Spot Distribution, TwangNet and Mindshare - and is looking for another two, as well as more than 100 additional resellers.
"We are trying to make sure we target resellers in niche markets to get maximum traction," said David McKeigue, managing director at Westell UK.
Westell manufactures DSL modems and other products that aid delivery of second-generation services, such as video streaming and wireless mobility.
McKeigue told CRN that USB modems, usually incorporated into large ISPs' broadband packages, are often bought in bulk direct from the vendor, locking the channel out of hardware and value-added service margins.
"As well as better hardware margins, we can help with value-added services, such as a modem management service," he said.
Resellers and distributors will also receive training. McKeigue added: "We will put some financial measurements on partners, but it depends on many individual factors, such as the partner and its market focus."
James Sumsion, managing director of TwangNet, said the distributor's partnership with the vendor provides good openings.
"As demand for higher quality modem products increases it provides some good opportunities for the channel," he said.
"Westell is in line with market needs and responsive to changing requirements. It is adapting its technical roadmap according to the market."
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